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Question;53.Using;the formula of AIDA the;salesperson tells the ?story? to the buyer. AIDA stands for?;a. Attributes;interest, demands, action;b. Attributes;interest, desire, decision;c. Attention;interest, desire, attributes;d. Action;interest, attention, decision;e. Attention;interest, desire, action;54. Customers typically pose objections during the presentation or when;asked for the order. ________resistance includes resistance to interference or;a reluctance to give up something.;a. Promoting;b. Branding;c. Logical;d. Psychological;e. Normal;55. Marketing is concerned with exchange activities and the manner in;which the terms of exchange are established. In ________ exchange, the terms;are established by administered programs of pricing and distribution.;a. mutually;accepted;b. traditional;c. established;d. negotiated;e. routinized;56. In a ________ exchange, price;and other terms are set via bargaining behavior.;a. normal;b. common;c. routinized;d. negotiated;e. traditional;57. Today many companies are;not trying to seek an immediate sale, but rather to build a;supplier-customer relationship.;a. potential;b. long-term;c. transactional;d. short-term;e. mutually;beneficial;58. When a relationship management program is properly implemented;the organization will begin to focus as much on managing its customers as on;managing its ________.;a. finances;b. products;c. personnel;d. markets;e. brands;59. Follow-up and ________ are necessary if the salesperson wants to;ensure customer satisfaction and repeat business.;a. maintenance;b. contact;c. servicing;d. follow-through;e. none;of the above;60. Salespeople need to know how to recognize closing signs from the;buyer, including physical actions, statements or comments, and ________.;a. products;b. questions;c. concerns;d. actions;e. statements;True/False;61.Direct marketing is the;use of consumer-direct channels to reach and deliver goods and services to;customers without using marketing intermediaries;62. Direct marketing is one of the fastest;growing avenues for serving customers.;63. The term ?market demassification? refers to the growth and concentration;of large retailers in a market.;64.;Direct-mail marketing involves sending an offer, announcement, reminder, or;other items to a person.;65. One of the shortcomings of direct marketing is that the firm;conducing the marketing cannot easily measure their response to find out which;campaign was most;effective.;66. Direct mail is a popular medium because it permits target market;selectivity.;67. ?Carpet bombing? is a term used to describe the mailing out of one;offer to as many names as possible.;68. One of the criticisms of direct mail is that it;cannot achieve other communication objectives such as producing prospect leads.;69. Direct mail prospects can be identified based on;almost any demographic;or variable available.;70. The better list of names for direct mail marketers includes those;names that include financial information with purchase history.;71. One of the great advantages of direct marketing is the ability to;test, under real marketplace conditions, different elements of an offer;strategy.;72. In catalog marketing, companies may send full-line merchandise catalogs to;consumers and business customers: 609 Level;of difficulty: Easy;73. Telemarketing is the use of;the telephone and call centers to attract prospects, sell to existing;customers, and provide service by taking orders and answering questions.;74. Inbound telemarketing centers receive calls from customers.;75. Outbound telemarketing centers;initiate calls to prospects and customers.;76. One of the four types of;telemarketing is telecoverage.;77. The Internet provides marketers and consumers with opportunities;for much greater interaction and control.;78. Within the exchange process of;the new electronic age, the marketer today controls and defines the rules of;the exchange.;79. One of the challenges in designing a Web site is;to create one that is both attractive on first viewing and interesting enough;for repeat visits.;80. Visitors to a Web site will judge a site?s performance on its ease;of use and on the Internet Service Provider.;81. Certain types of content;functions work well to attract customers to a Web site. Among;these are deep information, changing news of interest, and ?freebies? of some;type.;82. A microsite is a limited area;on the Web managed and paid for by an external advertiser/company.;83. Interstitials are;advertisements that pop up between changes on a Web site.;84. One of the newest trends is ?content-target advertising? which links ads to keyword searches by consumers.;85. One of the important guidelines for conducting an e-mail campaign is to give the customer a reason to respond.;86. In direct sales the average sales call ranges from $200 to $300 and;on average it takes five sales calls to obtain an order, making direct sales;calls very expensive for a company.;87. Sales personnel serve as the company?s;personnel link to its customers. For that reason, the company;must carefully consider sales force design issues such as objectives, strategy;size, and compensation.;88. In today?s global economy;many firms need to have their salespeople just ?sell, sell, and sell? to meet;investor and corporate obligations.;89. One of the specific tasks;of the sales person is ?servicing? the account. The definition of ?servicing?;is ?providing various services to the customers?consulting on problems;rendering technical assistance, arranging financing and expediting delivery.?;90. Selling today often involves working in ?teams? whose team members;may include technical representatives, top management, customer service;representatives, and office staff.;91. Companies today want to;demonstrate that theirfirm has the capabilities to serve;the account?s needs in a superior way. As a result, firms today are emphasizing ?relationship marketing.?;92. Customers typically pose objections to the sales presentations only;during the ?close.?;93. Sales training today tries to transform a sale person from a;passive order taker into an active order getter who engages in customer problem;solving.;94. In a formal sales person evaluation, one of the techniques;available to the sales manager is the comparison;of the sales person?s performance to other salespeople in the organization.

Paper#47263 | Written in 18-Jul-2015

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